The Complete Guide to Accelerating Sales Force Performance
How to Get More Sales from Your Sales Force
(Sprache: Englisch)
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Inhaltsverzeichnis zu „The Complete Guide to Accelerating Sales Force Performance “
<html> "1. The Role of the Sales Force in the Go-to-Market Strategy 2. Sales Force Assessment and Strategy 3. Sizing the Sales Force for Strategic Advantage 4. Structuring the Sales Force for Strategic Advantage 5. Sales Territory Design that Increases Sales 6. Recruiting the Best Sales People 7. Sales Force Training 8. The Critical Role of the First-Line Sales Manager 9. Sales Force Motivation 10. Compensating for Results 11. Effective Goal and Objective Setting 12. Precision Selling: Finding the Best Customers 13. Using Technology to Assist the Sales Force in Customer Relationship Management 14. Performance Management: Making It All Work 15. Building a Potent Sales Force Culture"
Autoren-Porträt von Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners
<html> "Andris A. Zoltners, Ph.D., (Evanston, IL) is Professor of Marketing at the J. L. Kellogg Graduate School of Management at Northwestern University. Prabhakant Sinha, Ph.D., (Evanston, IL) is Managing Director of ZS Associates. Greggor A. Zoltners (Durham, NC) is a finance and marketing consultant."
Bibliographische Angaben
- Autoren: Andris A. Zoltners , Prabhakant Sinha , Greggor A. Zoltners
- 2001, 448 Seiten, Maße: 18,5 x 26,2 cm, Gebunden, Englisch
- Verlag: McGraw-Hill Professional
- ISBN-10: 0814406505
- ISBN-13: 9780814406502
Sprache:
Englisch
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